Book description
Although McDonald's tested the McCafe' concept--offering specialty coffee and smoothies--many years before the recession hit, the official launch took place in early 2009. Why? Because they knew that was when Starbucks' market share was most vulnerable. And, in early 2010, McDonald's raked in $420m, not only stealing a staggering amount of business from Starbucks, but applying so much pressure that in 2009, Starbucks closed over 270 locations.
If you want to grow in a slowly recovering economy...a stagnant economy...or even a declining market, your best and only plan is to steal market share from your competitors and to remain reactive to the market's needs. Grab More Market Share will teach professionals how not settle for 1% growth. Ross' research uses rock-solid case studies that teach leaders to leverage the recovery to steal 10-15% market share from competitors. Ross alerts readers to the fact that they must leverage the culture (the public consciousness) to swing dollars towards their organizations. This same discipline will help professionals predict the next human behavior changes in buying habits.
Table of contents
- Cover
- Title Page
- Copyright
- Dedication
- Acknowledgments
- Leaders, Read This First
- Chapter 1: First, You Must Attack Market Share
- Chapter 2: Don't Let the Culture Embarrass You
-
Chapter 3: They Want Customer Urgency . . . Not Customer Service
- The On-Demand Customer
- I'll Get Back to You within 24 Hours . . . or Maybe Never
- Do You Respond This Fast?
- I'm Your 2011 Customer. Please Listen to Me
- On Demand = Real Time
- How Will You Spot the Next Customer Revolution?
- After the Experience . . . Came Empathy
- Peer-to-Peer Customer Evolution You Can Control
- Branding and Service: The Perfect Storm
- Homework
- Chapter 4: User-Generated Leadership Rocks!
- Chapter 5: Which Trusted Advisors Will Lead the Recovery?
-
Chapter 6: Not All Contrarian Thinkers Are Crazy
- GroundLink Is a Market Reactive Company
- Body Shops Are Like Wedding Planners
- The Flight to Quality
- Motel 6 or Ritz-Carlton?
- Demand Is Coming Back . . . and Inflation Is Tagging Along
- Ultraluxury: Why Aren't You In It?
- The Six Dollar Burger is Probably Too Cheap
- Quality Socks Rock
- Buy Your Competition at Garage Sale Prices
- Homework
- Chapter 7: To Office or Not to Office
- Last Words
- Backing Up These Outrageous Claims
- About the Author
Product information
- Title: Grab More Market Share: How to Wrangle Business Away from Lazy Competitors
- Author(s):
- Release date: September 2011
- Publisher(s): Wiley
- ISBN: 9781118130049
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